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    Blogs on Sales Reps & Sales Development

    *Partner-Sourced Revenue Tactic:* The Account-Development Play

    In the world of SaaS and services partnerships, one of the most-effective strategies for sourcing revenue and extending your salesforce, without additional internal costs, is by running account-development plays. Whether you’re a services partner looking to attract sourced revenue from SaaS partners or a SaaS company aiming to leverage partners for more-comprehensive account-development, this approach […]

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    *Systematic Category* Domination for Anchor SaaS Companies

    Definitions: Anchor SaaS Company: SaaS provider with a large ecosystem of both service and technology partners. Supporting Partners (SaaS/Services/Hardware): Any partner or category of partner who’s critical along the ideal customer journey the Anchor SaaS Company has defined.   The route to SaaS success (systematic revenue acquisition, retention, and expansion) has become a collaborative journey, […]

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    *Frontline Sales Managers* How to Know Which Partners Can Help or Hurt Your Team’s Deals

    As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]

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    *Double, Triple, and Quadruple* Your GTM Dollars Through Partners

    Market Development Funds (MDF) used to get a bad rap (covered below), but when deployed properly and productively, they’re critical for efficiently expanding into new markets or segments. Although it may sound obvious, MDF are funds specifically allocated to developing markets. This can take shape in many forms, like events, sponsorships, advertising, or any marketing […]

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    *Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming

    Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]

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